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How to Make 500K+ A Year Working 7 Days A Month - Dan Anderson & Dusty Broadhead
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Dan Anderson and Dusty Broadhead are on today's podcast to share their intuitive and no-frills approach to an efficient blitz. Both of these guys have a great level of determination and attention to detail, fueled by the end goal of making people genuinely happy and informed about their options in the solar industry.
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Transcript
Introduction to the Podcast
00:00:00
Speaker
Hey guys, Taylor here. Wanted to introduce this podcast real quick. You're going to hear from Dan Anderson and Dusty Broadhead. These guys are crushing it, getting insane results on their blitzes. Both were able to clear over half a million dollars in commissions worked only a week out of the year. Incredible. um But also wanted to give you a heads up. Unfortunately, we had a recording issue, had an audio issue.
00:00:25
Speaker
umm I'm still kind of a rookie when it comes to ah working in the new cameras. Just got a couple pieces of new equipment. So you're going to hear some spotty audio. I wanted to apologize in advance for that. But hopefully you can still get the contents and still pick up some nuggets because so many good pieces of advice in this podcast.
Taylor's Solar Sales Success Story
00:00:50
Speaker
So check it out. Please excuse the audio and we'll be back with content that's going to blow your mind. All right.
00:01:00
Speaker
Welcome to the Solarpreneur podcast where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell. I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, following up like a pro and closing more deals.
Recording in Cancun: Solar Event Insights
00:01:28
Speaker
What is a solar printer you might ask? A solar printer is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. Okay, we are live here in Cancun, Mexico, and selling these two bums off the streets. Decided to do a podcast today. No, I'm just kidding. They're actually crushing it. We got Dan Anderson, Dusty Broadhead, and these guys are doing voices, working six days a week. My entire month was what, working a total, what did you guys say? 14 weeks, yeah. Yeah.
00:02:06
Speaker
So I don't know too many people doing those number of numbers in 14 weeks out of the year. So it caught my attention and we're like, let's run on the podcast. So thanks for being willing to take some time out here. Happy to be here. Yeah. Thanks for the invite. Yeah. We got a beautiful backdrop. We're here at the legacy events here in next year. I've got some stuff planned, but you guys are doing an event so far. Bring it on. Bring it so far. Yeah. All inclusive. Gain a couple of pounds. Tons of food.
00:02:32
Speaker
Yeah, we're just going to need some sushi because why not all inclusive. But yes, we'll get into how you guys run your blitz model, why you guys decided to do that model.
Dan's Journey in Solar Sales
00:02:43
Speaker
And I mean, both of you have been in solar forever. I guess dusky more than Dan here. But do you guys want to give your background just a little bit for our listeners, how you got into solar and how long you've been in the door to door door and all that? Sure, yeah, I'll start. um So I was a part of the early, early solar city group. And we opened up a few states out west, like Colorado, Texas, and some of those, and kind of cut my teeth in that space, and then was brought out with the original crew to open up the East Coast with them and solar. And then from there, just kind of been around a long, long the time. cut my teeth in alarms and, uh, cell phone sales. And then, uh, then in solar two years, they've been in and around it about eight and kind of, uh, consulting a little bit in the space, talk to a lot of solar owners and companies and different, you know, small installers and things over the years and, uh, kind of jumped in over the last 18 months.
00:03:46
Speaker
You guys got a pretty unique model on what's
Transition to Direct Sales for Family
00:03:49
Speaker
interesting. We've been talking for a while. We're joking. We should have sat the mics on last night because we went through. It would have been way better. It would have been like a three hour podcast last night. But yeah, so you guys, I know both are higher level positions and all that. I know Dusty, you have your own solar company and everything. So in a way you guys took like a demotion, I guess you could say, to come over to legacy, start selling and everything. So what made you guys decide to like step back and just go out and roots on the ground again versus keep running the companies and everything? I think for me, yeah, for me it was just a simplification, right? In other things that tried to control a law to try and like
00:04:35
Speaker
fix things, improve you know vertical integration type, and taking a step back and getting my priorities straight. My priorities is 100% family and God, and I needed more time to to do that, and so you can make great money being a salesperson, maybe a salesperson with a handful of recruits or something, right?
Balancing Family, Faith, and Career
00:05:02
Speaker
And so it made sense, ah time for dollars and just like position for me, make sure continually that my family was a focus. so
00:05:14
Speaker
little bit of my story, you know, when I i got divorced back in 2013, and that shifted my the ability to work a normal job. In my mind went completely out of it because it would just take too much time away to go work in an office from eight to five or six or seven, who knows, right?
00:05:36
Speaker
Every week and then seeing my kids on the weekend or like maybe put them to bed, that wasn't and enough for me. And so this was kind of a natural evolution where there's great commissions and you can make a lot of difference in a short amount of time as long as you're sharpening the saw.
00:05:55
Speaker
in the other times, which, you know, your podcast is up. That's what's cool. I've listened to a number of episodes and it's good to refine the song over time because I'm taking three weeks to do so and manage pipeline and do other things. And and so for me, it was kind of a natural evolution of putting my family and God first, still need money, still need work, right? and And so it was a healthy balance for me. Yeah, that's awesome. about you Yeah, so that's kind of a loaded question, right? Like in a good way. So I've been everything from rep to owner and over the course of the last decade plus just experienced the good and the bad of the
Dusty's Career Evolution and Work-Life Balance
00:06:41
Speaker
solar coaster. I think it was the frustration of thinking that
00:06:46
Speaker
We've made it at multiple points in a career because you're told that there's only one way to do this. And it's through living for the title, right? And giving your life for a job. And I did, I i believe, go 100% in that. Went all in for a long, long time. And then through the pandemic and ownership in a company, just realized that I was chasing the wrong data.
00:07:15
Speaker
yeah and woke up one day and was like, titles don't create happiness and trying to shove life in between work doesn't create happiness. And it just became the opposite. So I always i grew up with the mantra of just do the opposite of everything bad that you see in the world.
00:07:37
Speaker
That's what my, I mean, that's what I took from my parents. I wasn't close to my parents, but my whole relationship with my wife and my kids is I don't know how to be a good dad or or a good husband. I just know, I know what not to do. yeah So all I do is the opposite. So like in solar, that was my approach. I saw what everybody did and I was like,
00:07:57
Speaker
I can do better than that by just flip the strip. Like, what if the only reason I'm working is so that I can really live instead of the other way around? Yeah, that's so good. Yeah, well, it's interesting because, you know, we were talking yesterday again, just so many guys that are working, they call it a full year of work and you talked to a lot of these guys and, you know, I've had lower years and stuff too, but a lot of guys, they get to the end of the year and, you know, 15, 20 installs.
00:08:26
Speaker
A lot of guys' numbers are really low, where you guys are working 14 weeks and crushing numbers. So why do you think that is? Do you think guys just aren't working, just aren't focused when they're working? They just think they're working, but it's only a few hours. or What do you think's been the
Intention and Focus in Sales Strategy
00:08:42
Speaker
difference for you guys? Do you know? That's too much success. I think the view is too blind.
00:08:48
Speaker
Like the lens is way too zoomed out, right? So everybody that goes into this thinks that all you do is follow the map, the blueprint that somebody else created. And if you do it as well as them, or at least almost as well as them, you'll get the same result. And it creates a complacency in the industry that I've never seen anywhere else. yeah Like people get super comfortable really fast because solar money is amazing.
00:09:17
Speaker
but if you don't have more than two reasons to do solar in the first place there's literally no point in continuing on so if you're only there for money and position and you don't have a passion behind it like everybody has their own version of a why or their gumption or internal driver or holy drivers. yeah For us, it was really simple. That was to provide and have the film, right? So the difference with us is in tension out, which I've got to give most of the credit to Dan, like he
00:09:53
Speaker
He came up with the idea of going out just a limited amount of time, yeah and he made himself available just those weeks, and was like, you're welcome to tag in if you want, but these are the only weeks I can make this happen. So my my task was, how do I make this be what everybody else wants? What is it doing? ye So, I mean, really,
00:10:21
Speaker
It was us figuring out how to team up and apply intentions and focus around family fulfillment and fun.
The Joy of Solar Sales and Teamwork
00:10:33
Speaker
which I think is lost in solar. I love it. I love solar. I do it because I actually believe that solar is good. So people are just in it for the money. They get some money and then they stop. Well, yeah, you guys said yesterday that you did like the most fun you've had in your order, right? Oh, I haven't. So, yeah, I mean, we've been doing this a long time myself, and so I didn't even know I was one with you guys, but I think that's why a lot of guys maybe say that, you know, I'm getting burned out or whatever, because Yeah. they, like, blew that fun aspect. And at school, yeah, you said you guys just do everything together. You guys are like Batman and Robin out there. It's like Batman and Batman. Batman, actually. Yeah, they're no psycho-speakable partner, too.
00:11:18
Speaker
So yeah, it's cool to see that you guys just go out and have a good time and make lots of money while you're at it. And yeah, I think it's lost on a lot of people. And then with the title too, a lot of guys just, I did a silver thing. You guys, I was running team. I wasn't, I didn't have my own company or anything, but I was running multiple teams in San Diego. Never grew up massive, but I came over to Legacy about a year and a half ago and technically took like a step down. So I would've liked it even more. I'm just proud to work with some of my guys.
00:11:48
Speaker
been trying to build it since then. So yeah, I think there's a lot of maybe I don't know, cry ego, whatever in solar where guys are like, Oh, I want to be I've been in solar over a year, so I'm never gonna go to a company where it's like a step down.
00:12:02
Speaker
just going back to sales. So was that like tough for you guys, like losing the so-called title or whatever you guys were never like, like, it's fine. I'm fine to go back to sales. Well, it's definitely about the title in the beginning. that But I mean, I think Dan's journey is probably a good way to start. um I'm gonna let him take over for a minute. But yeah, I mean, for me, it was, title was everything until I had it. And that is nothing.
00:12:26
Speaker
and My mind is in so many different places right now because the whole life that I'm living right now has just come from a conglomerate of learning from a ton of mentors, whether that be podcasts or people that I know, on and then kind of combining it to make it my own.
00:12:45
Speaker
and yeah from a High level perspective, my goal, if I go you know big to little, is my goal is to create heaven on earth, not be waiting for things, not be waiting for this a glorious ending, but to put the steps in place to have it now and have beautiful relationships now.
00:13:11
Speaker
Beautiful relationships with my family and my friends. Being in business with the right person instead of forcing it. As I've forced it over the years, plenty. But somebody who I actually care about and I know his story and we're very different.
00:13:30
Speaker
Yasi and I are very, very different. But to have a like a a real symbiotic friendship behind work has made things really beautiful. From you know zooming in the work perspective, why it was effective and why it will continue to be effective, is because we focus on top of it. It's opportunities there.
00:13:55
Speaker
And if you put enough opportunities in, you'll continue to have clothes and A stalls and everything on the output. And so, you know, I think a lot of people, 15 years in, 10 years in, sometimes even less, five, three years in,
Creating 'Heaven on Earth' Through Work
00:14:12
Speaker
they want to get off the doors, you know, and not put in that effort where between appointments, between everything, we know.
00:14:23
Speaker
would we need top of funnel opportunities. And that, um you know, our symbiotic nature, we're always talking about how do we put more into the top of the funnel? And when we're out in market, I mean, the field work that we do, the top of funnel is who knocks it's not.
00:14:46
Speaker
It's not mind blowing. I'm not having to do a ton of stuff on on the computer or marketing or whatever. What I'm in market, the biggest way that I know is k knocks and doors, right? So I'm not above um any of the things that it takes to have that.
00:15:05
Speaker
But big picture, I'm looking and saying, I'm willing to do anything that comes with fulfillment and the money that we have to have like requires it, right? And the ability to provide, but also have fulfillment along the way, because I believe the ultimate failure is success without fulfillment.
00:15:29
Speaker
So um I want to, you know, live my life in such a way that I don't let the the work overrun my happiness, and overrun my sense of fulfillment. Being a guy that, like a lot of sales people, my mind is going really fast. um Sales and being in the closing, the hunt and kill, actually slows me down.
00:15:53
Speaker
because I have to focus for that time so intensely to read the customers and stay ahead. and um That side of of the job brings me a lot of fulfillment. yeah um because i can take somebody start to finish and feel like it was a privilege to get to know them. And I hope it's reciprocated and that they appreciate getting to know me and then I can have the referrals and all those things come as a natural result of actually caring. And so yeah, that's kind of my overall goal. I
00:16:32
Speaker
I want to create heaven on earth. I want to have to film it in the things I do. And inevitably life turns into surviving a day at a time and and enjoying every day is brand new. Every day is a new set of experiences and that's been a A huge motivator and a driver for me is every day I get to wake up, it's a massive blessing, and I get to start new if I allow myself mentally to start new. um I think the moral experience is such that we bring in the baggage from the days before. I really try to live each day fresh and every experience fresh, even if we had a bad experience a couple weeks ago or something. right
00:17:18
Speaker
I don't want to hold that against you. The next time I see you, I want it to be like it was the first time meeting and the first experience. And I feel like that's the forgiveness that I ask of myself and that I want to extend to others. And and so it allows me to have intense work times where I still get fulfillment from having conversations and genuine connection. What's cool. Were you always like that or was it earlier or in your career? Would you say you're like more work, work, work, work, like that, um, you know, balance and stuff, or are you always going to be in that way? So it changed for sure. In 2013, when I separated from my first wife, I knew that I was going to need to figure out how to provide in a less amount of time and spend more time with my kids and not, not give that up. Cause my time was already getting cut in half with my kids.
00:18:11
Speaker
and And so I think some people, I mean, I feel that it was a blessing to be able to go through that because I look at it and it's a like added a lot of intentionality to my life because I always feel like time is short and time is limited, not just with my kids, but it's allowed me to see that in other areas of my life. and um And so it's something that's grown over time, for sure. So i'm I would hope that anybody that knew me 10 years ago, five years ago, 15 years ago, would say that I'm a different and better man now than I was then. So would be my goal. So it sounds like this whole 60 plus thing it was kind of out
The 50/50 Sales Partnership Dynamic
00:18:51
Speaker
of necessity. like That's like the only time I go within custody of my oldest two children.
00:18:59
Speaker
Yeah, that's incredible. So yeah, I want to get in the bliss step a little bit. So how do you guys i know you've been like all over the country? learning So how how do you identify the area you want to hit this? So yeah, the area, we literally just use it. there We just use the and margin. So whatever has ah enough margin to support centers, it's what really makes us different unique isn't where we sell. It's more how we sell. Okay. um Dan and myself split everything, like 50-50 across the board. Every expensive actual closed deals, whether one of us actually closed it, one of us gets a referral on Zoom. We split everything down the middle. There's never any animosity. There's no negative feelings at all. It's just pure trust. And I think ah you asked earlier what
00:19:54
Speaker
What makes this kind of work? I'd say trust is first. of it I mean, yeah, the intention, right? That's why we do it. But what makes it work is we fully trust each other and have like we put friendship and this partnership first. saturday And then we go into an area and we, I mean, we go in, we actually tag team the closes together. Our model's very unique. Our setters make, you know, about a third of every job. So when we split our 50-50, in most cases, we end up making less than our actual setters. How we pick it is just based on speed.
00:20:36
Speaker
Like we need markets that can process fast. So our bulk of our volumes TPI, right? um We absolutely love all of them. Like we've done drones and leases and cash deals, but yeah, all TPO products, PPAs primarily, um we picked that because of speed. So we we same day one touch 99% of our jobs.
00:21:06
Speaker
Yeah, they don't close when we meet with them. They're either never going to go solar or we'll close them tomorrow.
00:21:14
Speaker
Yeah, boy, like I don't know if you guys have read the book, I think it's The Speed of Trust, but Yeah, he talks a lot about that scene stuff. Just how, like, that's, a lot of them, that's like a factor in successful things. It's the speed of timeline, they don't have to go through all these, I don't know, verifying the stuff they're gonna have and all they thought. Just here's a picture of them.
00:21:38
Speaker
That's going to move a lot quicker.
Efficiency in the Sales Process
00:21:40
Speaker
To be clear, it's the speed the speed of the sale is what we're looking for. We're not having to spend two or three hours in a home to go through the process and to sell a deal. yeah We need to be able to enter the home, build the trust,
00:21:59
Speaker
have everything in line so we can be in and out in under an hour and 20 minutes, I believe. Sometimes 45 minutes, an hour average, but an hour and a half tops. that's kind of so A lot of what we do is based on the actual time of the sale. so The complexity of how much we have to go through with the customer yeah to get them to trust us, sign documents, etc.
00:22:23
Speaker
okay Yeah, so you're talking like how quick they can get installed? Yeah, it's mostly just how long did it take to get it them to complete the paper. And if we invest more than three hours, it's never going to be a deal. Meaning, it doesn't matter how many times we went back. If we have a two-touch, and it's an hour and a half, and then an hour and a half,
00:22:46
Speaker
We'll get up and walk. good Yeah, because if it passes three hours, it's dead. There are no jobs statistically. that will stick beyond three hours. And if they do, you've given up your entire year profit margin yeah just to beg them to get it when you could go replace it by knocking one more door. lester Yeah, install timelines are a factor, sure, but not a priority. Install timelines don't matter as much because our customers are very loyal to us. They understand
00:23:20
Speaker
how much we know, how much we care, they trust us. We have to start off the relationship with some level of basic trust to get through documents. And then we lean in on that. And so even if they have to wait three months or four months to get installed, we have really low cancellation on that where we know a lot of people It's like, if it doesn't get in in two, three weeks, like they're probably losing it. you know Where we give ourselves an abundance of time, it starts off with trust, and so it's less about insult time. That's for sure. The time to actually do the deal.
00:23:59
Speaker
And then the other things are less important, but important. Okay. So, so like, so if you're picking a market, are you looking at kind of like different graphics and stuff? So yeah, we like a smart house. Yeah, for sure. So people are more likely to list.
00:24:14
Speaker
not have to research things. it's more Yeah, it's more just like the farmer mindset, right? Like we we like people that understand the value of labor, like time and value out, like just how much they invest into their job and their land and their families. It seems to align value us. So when we go in, we're very unique on our blitzing. We're transparent completely.
00:24:43
Speaker
They asked where we are. He says, Utah, say Georgia, like we're out there for you know the week. And the way we do it is we call it field work. So we do a week of field work and then three weeks of pipeline. And we we let them know that if they miss out on this week, we won't be back until four weeks from now.
00:25:03
Speaker
and they either can get it down or they can't have it. Well, in alignment with that, we we tell them as well and let them know, hey, it's really important because we're doing the back office work and the pipeline work that if we reach out to them, no news is good news, but if we reach out to them, we actually need something.
00:25:26
Speaker
And we need to try and have it timely and we get them to agree to be timely on the communication before we leave the home. And that's an important piece for us because I don't want them to think that I'm going to call them every week. Although we have some sort of communication with everybody, a call or a text.
00:25:44
Speaker
That's out of necessity because of working the deal, right? And so we we don't want if
Communication and Trust in Customer Engagement
00:25:50
Speaker
we go two weeks for them to think that it's not happening. So we preface it all with no news is good news. We reach out. It's because we actually need something to keep it pushing forward.
00:26:04
Speaker
So a lot of the framing early on in the process is to eliminate any distraction. yeah It's all about efficiency, right? So we start out by asking where their education level is on a soldier, right? Like, how much do you know so we know where to start?
00:26:19
Speaker
and then we immediately explain the benefits pro and con of each package and then we use the line which is it's now our favorite but we say that all of the agreements are an application they double as an agreement but only if it gets approved. Like if they qualify. They know they're applying. They also know there's no other hidden paperwork. They have full visibility. They can read through it, ask any questions, we'll answer it. We just are very abrupt with how that process works. And then we'll well let them know that it's normally you know three, four months to get it to the roof. So if it is faster, we're still good.
00:26:58
Speaker
Yeah. And don't get us wrong. We get a lot of the thinkers too, of course. I mean, we still get the engineers, the lawyers, whoever, right? Not that they're the only ones that are thinkers. But when in particular, when we're going through the paperwork, when they push back with that, like, okay, yeah, thanks. I need to read through this, whatever. We're going to need push back and we're like, oh yeah, take all the time you need.
00:27:22
Speaker
And then we just sit there and they get it. They understand that we're meaning now. again Yeah, we just were like, oh yeah, take all the time you need. And then we're like on our phones, whatever. And then we're like, yeah, just ask if you have any questions. And then we're letting them read or at whatever level they want to go through it right then.
00:27:46
Speaker
And I mean, we've had a couple that legitimately spent an hour, i just like 40 minutes to get to that point.
Adapting Sales Techniques to Customer Needs
00:27:53
Speaker
They're ready to sign and and go with it. And then they take the next hour to just read through. And oftentimes they have no questions. It's it's that.
00:28:03
Speaker
You know, the old principle of whoever speaks first loses, we're okay with the silence. We're good with that. We just hang out, both of us, we'll talk other things, other business, other deals, other people we've got to talk to, what's on our calendar. Well, they're just sitting there reading through the agreement. I have no fear of the solar agreement because I actually believe in solar. yeah Well, and it takes an understanding of it too. Like it for a lot of, I guess the big thing is the reps that come in and have never once read through the agreement. And they're like, I get all these cancels. That's our first question is, have you actually read what you're getting them to agree to? Yeah.
00:28:45
Speaker
Because if you don't understand it, you can't sell it, right? And we use our biggest takeaway as a qualifier is referrals. So before we even get to paperwork, before we even get to numbers, we tell them the only way we can even let them have this is if they help us network. They don't give us other people that are going to get it. They can't have it. Yeah, that's so good. Yeah, I like that a lot too, because they're having to qualify. Yeah, just setting the frame. You guys have to.
00:29:16
Speaker
Yeah, we call it like the model one program with us and they use that in alarms too to say, hey, part of what we get you to agree to is we're going to ask you to put up a sign in the yard and just see you and your installed offensive families. That's something you guys are open to. You're happy with the product service. Get them to agree to it.
00:29:34
Speaker
I've never actually put up a sign in the dark yet, but yeah, I'm like, it we agreed, but we agreed. Well, another, another good, uh, just kind of a little nugget that we use, um, as we're going into the agreement is right. As we're getting it kind of pulled up and getting that process started, we'll just say, Oh, and just so you know,
00:29:53
Speaker
It, the bank is a bank, it's a solar bank. And so it's, it's all just a typical bank language. So they understand this, like, yeah, when you're opening up a check-in account, it's a lot of paperwork, but you're, you're just like clicking, and accepting, continue. It's probably longer than a solar agreement. Yeah. Right. So we just want them to preface that. Um, because if you don't, they're like, why are there late fees? Why is the, you know, why are they saying these things? You know, and there's a lot more questions when you're just like.
00:30:23
Speaker
Banks write things in bainty language, sorry. you know And then it's no big deal. And so we're we've done it so many times, it's all again for speed and to not have to go bash. Thinkers just do it at the same time as everyone else with us yeah um because we give them that time if they want then. And oftentimes the result is that they'll look through, they might read through the first couple of pages and then they're like, okay, we're done. And then they'll be like,
00:30:55
Speaker
Yeah, I didn't read through all of it, but I trust you guys. And then we reassure them. Hey, there's plenty of time to read through this on your own time as we just submit the application and start the process. yeah once you got one step it's You've got plenty of time. and It's baby step.
00:31:12
Speaker
and so Baby stuff is just that we apply. We need a couple yeses. So let me just get the application going. We've got to have 2% trust or 98% of proofs, right? So they've got to at least trust us enough to take the tiny little toe in the pool and we'll take care of everything else. But the only way we can prove that we will do what we say is if they give us that. Otherwise, no deal. Yeah, that's good. You guys like go through the documents with them then, like kind of?
00:31:38
Speaker
No, I slide them the actual iPad or computer. I put it in front of them, and then give them full control. Because where a lot of people want to kind of shield and coach and speed through, we don't want that. We want one and done. So if they aren't comfortable, which we will check in and make sure before we leave the house. Like, we gauge it, right? We do the typical one out of 10. Where would you say you guys are? And we tell them if they're not at least at an eight out of 10, that we should not do this.
00:32:09
Speaker
We'll literally just take the deal away. If we can't get you into an A, we probably don't want to do the work of the application. But if you feel like you're an A to 9 or a 10 on just kind of understanding and think this would be a good idea, then we're happy to do all the work, even if it doesn't end up going to the roof. And we can't if we can't say yes on our end,
00:32:32
Speaker
We're still happy to do it, but we want to get you today. So some of you already know that I run my own door-to- door-to-door sales team here in San Diego. And as we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:33:01
Speaker
It shows us who has previously applied for solar but later cancelled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use Solar Scout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show. You need to get my listeners a great deal. And they did.
00:33:26
Speaker
so go to solar scout dot app forward slash taylor and book a demo with them and you'll get 10 off your first month when you sign up that's solar scout dot app forward slash taylor okay back to the show And it's interesting because people will pull up their own grading of themselves to try and get it and try and apply and try and be involved or it filters out whatever other objections or things are going on in their mind. and so um
00:33:57
Speaker
You win either way. They won't be an 8. They really do. The ones that aren't 8 will be so far from an 8 that you know you have to loop back. yeah So they'll be like, I'm a 3. Or the wife says she's a 3 and the husband's a 9. And you're like, OK, now you guys just told me who to focus on. Yeah. Right? Yeah. ye Yeah, I like that.
00:34:16
Speaker
What about, do you ever get people that are like, oh, we like to wear an A, but I just don't want to sign anything, like, can I cancel this or stuff like that when you say to that? Or do you guys probably know? Yeah, so, yeah, I mean, we don't run into it as much because of the framing going into that, but we do occasionally get that. And it's simple for us. We just let them know that if they're not there, it's okay. But if they can't identify why they're not there, then it's probably not for us.
00:34:45
Speaker
So they either need to tell us what we can do to make it an aid or we shouldn't assign anything. And it's, I think this is another thing that's losing customers or failing reps is they're not patient enough in assignments and they're not okay or confident enough in the scale.
00:35:07
Speaker
If they can't ask, are you an 8 at least out of 10 comfort wise? If they're too afraid asks to ask that, they probably shouldn't be in the house. Yeah. Keep in mind, we we frame it to the goal of the whole appointment.
00:35:24
Speaker
is to take the baby step of applying. They don't know what any of that means yet, but we've already set it up in the very beginning. The baby step is applying so that we have the possibility of getting a site survey.
00:35:39
Speaker
That's the whole process that we're going to do. Now, we know on our end, it means that there's a lot of other moving pieces in the middle and we have to actually sell solar right and get them to wobble we have and all those things. But we set it up that the whole point is to get them through three phases.
00:35:58
Speaker
Number one is we just start with education. You know, we can go down any rabbit hole you want to, but let's start with education. Then there's the point of understanding. And then after you understand it, you can actually get excited about one.
00:36:13
Speaker
helping the world, having solar, this process, protecting your rate, all those things. And so it's education, understanding, and then excitement. And so we're, we're free framing that. And I think a lot of people miss that. They, they jump in to pulling up the iPad or pulling up, you know, and proposing it and, and just showing them.
00:36:38
Speaker
And that's not our process. Our process is getting them to agree that solar sounds like a good idea and something that they should look into. And and we get them to say yes to solar before they know any numbers at all for their situation or what we're even doing. And before we even know if they pass credit or anything, we get them to agree to solar.
00:37:06
Speaker
When the proposal tool is where i I think most people get lost in the sauce, they're like, I have to go through each page of this proposal tool. yeah I mean, the proposal tool was only there to help brand new people. yeah So you kind of keep sharpening the saw, right? Like, you've got to know how to direct the conversation. So like, if you're just leaning into the proposal tool, you're going to miss nine out of 10 shots, right?
00:37:34
Speaker
Like you're like, I mean, this page tells you how much you're going to save over 25 years. And this is your global impact. You want to do it. That's funny. We have that when I first started, they just had like a slideshow presentation we were supposed to go through. And I never had to have a ton of success with it. But then when I finally just got rid of all that, I feel like focus on a what are they concerned and just use like a path paper and maybe like one or two slides when I was showing stuff.
00:38:06
Speaker
that I was actually focusing on, like customizing it for the person. Which is a good point. I mean, that's how we all go in with the verbal explanation. yeah And not everybody learns the same, right? So what we'll do is we'll loop back and Dan will come back in. So it's kind out of a divide and conquer. I'll go through the process and explain it and say, here's how solar works, big picture, zoom out, and then go small. way.
00:38:34
Speaker
And then I just pass it over to Dan. Dan will draw out the same sketch that most people use in solar and then all tagged back in. And we will, if there's two spouses, we'll both one off, have conversations, check in, make sure that they're at least eight out of 10 each.
00:38:52
Speaker
And then bring them back together to finish up the actual paperwork. I mean, it's a very unique strategy, which you can't do solo and we understand that, but that's part of the advantage of a six-day intentional blitz to maximize effort long. But I think that's that's a big call out that I don't want the listeners to not hear correctly, which is just like we learn differently. Some people are visual, some people like to be presented to, some people like just talking, some people learn best only from friends, right? Everybody lists, like learns and listens differently. And you need to be professional enough to recognize when you're with somebody, if they're not learning the way that you're dropping in, and then to adjust.
00:39:47
Speaker
Because if they're not a speak to me learner, like, you got to draw pictures. and And it's okay, scribble all over and show them, right? But everybody learns differently. And so when we started really taking that to heart,
00:40:06
Speaker
And then we're both picking up, like this person's not grabbing it. So then we're looping, we're doing visual or even show them a little video, whatever we need, they're learning stuff. And, um, most recently we're like, so are you more like an audio or like a,
00:40:26
Speaker
uh, video visual learner, you know, and they'll tell us and that's your start. We'll start where they feel their best to learn. It gives us the most traction. And so you might be so stuck in your, in your rhythm and you feel like, oh, you're going to lose deals. If you don't stay in that rhythm, you're losing deals by not adjusting your rhythm to the customer. I promise.
00:40:49
Speaker
You have to adjust to their learning style and then have enough ways to present that you can get it to
Tailoring Sales Tactics for Better Engagement
00:40:58
Speaker
make sense. Again, education, understanding, then they want it. Then once they're approved, they're excited. then That's cool. How do you, because I know you're pretty into this damn, just like you even knew that I was the first child somehow yesterday. and I know you're good at like watching people. Do you have any tricks like, cause I'm sure you get to print the whole, like, you know, tie your different personality types of people and all that. Do you guys have anything that helps like identify, okay, this person's probably this type of buyer or this person's might be this way or you just, I mean, kind of.
00:41:34
Speaker
Yeah, you asking is the best, right? But you can figure it out based on just experience of you know engineers and different careers and their school teachers, et cetera, et cetera, and what age they teach. There's a lot of like subcategories you can go with. Occupation, future. You ask what they do for a living and it gives you a big chunk of that information. But you've got to also watch when you have them go together when somebody completely disengages. It's because their learning style is different. So you might have an engaged husband, the wife gets unning, you know, disengaged. Well, that could be for a variety of reasons. But if you want to have a high chance of closing the deal then, and and not making it some follow up endless chase, right? You've got to reengage her. So being able to be like,
00:42:23
Speaker
um Hey, Rebecca, really quick, just so that all of this sinks in, um I want to show you this little picture. so that just I just want to make sure that we're abundantly clear on this part. and Then I'll draw a picture on and show you know either how solar works or how net metering works or how the credits are or why utility rates continually go up right over time, things like that. so I have some different pictures that I can draw.
00:42:52
Speaker
that then engages them and I get to ask them questions and there's this aha moment, right? So you got to pay attention. You got to pay attention to your customer and not for listening to them. Pay attention, listen to your customer, figure out how they learn and then attack.
00:43:08
Speaker
um And then, you know, on the other hand, the same thing, but in soul it's the same thing with your reps. It's the same thing with yourself. Like you gotta listen, learn, and know how to teach them in a way that they can then teach. Not every learns the same way. It's the same it's the same process. um Just a little different habit. You can make money in selling. You can make money in recruiting. You can make money with a mixture of both.
00:43:34
Speaker
um So as you go through that, you've got to remember people learn differently and you've got to be willing to adjust to that if you want to have a height closer. Yeah. It's a lot about drawing good pictures too, which is why I'm teamed up with Dan. It's just why I'm the artist. Yeah. Six figures. the and does go one So you get, is it kind of pretty much the same presentation? Like you do this part, then I'm going to jump in or you can like switch off. Okay. I'm leading this great presentation this time. It's really, okay. So this is where it gets interesting.
00:44:07
Speaker
So I've been in the space for a long time, right? So I took over a decade of process. And I just automated, right? It just became something that is the flow.
00:44:22
Speaker
Dan learns very, very quickly. And I learn really, really slow and teach really, really fast. So it happened to link up great. So our process melted into one monster process. I will say that nothing's perfect, yeah but our actual approach and process, which I mean, would take a really long time to go through right now, but it's really simple.
00:44:50
Speaker
it outline, rap report, handoff. During the handoff, it's illustrate, reiterate. I take it back. I double down on the qualifiers, which is make sure you are going to give me referrals. Are you eight out of 10? Right? The verbals. I get a verbal yes, and then back to Dan. And Dan then goes over the agreement by explaining the outline and sliding it to him. And then I reiterate verbally what they're agreeing with, which is why it's so important to know what's in front of them.
00:45:28
Speaker
So I don't even need to see the screen to know where they're at. And that's why this works, but that process can be done solo. I did it solo for a long time, very effectively. yeah But what's really, really fun about this is you are interrupting yourself normally.
00:45:48
Speaker
And now we get to get to a point where we're just messing around, like just playing. yeah We've got like little inside jokes that are happening with the customers, right? Like we're taking off ourselves hats or we're doing like just ridiculous stuff. Like it's, if you can't keep the self on, you will get what everybody calls burnout. And it hits people at different points, but we out of,
00:46:16
Speaker
just the fact that we started as friends, we were able to use that as a springboard. So I don't i don't know how duplicatable it is. but it's the most fun way to do sales. If you're just hanging out with a friend or even not even in the house, we get to just catch up outside of ourselves. And just like Dan said earlier, our trips are actually our therapy. Whereas most people take vacations to get away from work. We take work as our reset, get away from life. And we come back reinvigorated. We love it.
00:46:56
Speaker
yeah what's in impact that you guys two without the family these physically for worse in day yet benefits safe your your voices cho be dan Yeah. but We've got to get our business plan done for 2025 and figure it out. right I follow, you know, how you do anything is how you do everything.
00:47:15
Speaker
And so what I challenge myself to do and challenge others is go think of something that you're really, really good at, like whatever you consider yourself the best at. i and what got you there and then just put that same map on top of solar and look for discrepancies. Look where you're not aligned, just doing that and putting something that you feel you're incredible at and just layering it over the solar process and how you're doing things.
00:47:47
Speaker
You're your best credit. You're your your best way to get better. And we can use our own life so you know as an example for ourselves in another setting so that how we do anything is how we do everything. So we can actually improve and be better in all ways. And so you layer that onto something that you feel maybe you need improvement at or you see others that are better at, et cetera, not to compare, but more so to be yourself. in And that's where Dusty is just phenomenal is He's just always kind of slipped out. He's not trying to beat anybody else out there in the solar world and in business or whatever. He's just trying to beat himself. And so he's constantly analyzing even on his 13th year of solar. Let's try to beat himself. I don't accept
00:48:36
Speaker
not selling a deal. So we'll leave a house that, I mean, honestly, I i believe is always possible to close. bed There's never a house for any reason that should ever not be close. I think a lot of people let themselves off a little too easy. Maybe they they're doing it correctly.
00:48:55
Speaker
right Maybe I'm the wrong one, but I'm always extremely hard on myself. If I don't get a deal, not sad or mopey. I'm analytical. I want to solve why we didn't get it, even to the point where Dan's like, dude, just let it go. It's going to be another one. But i'm like I'm in the car between the deal and I'm like, no, here's where we missed it. Here's what we could have done better. I will hit notes.
00:49:21
Speaker
record myself, write it down, study it to where we never missed the market yet. And that I will do. Yeah. 13 years later, I'll never stop doing it because I believe there is a hundred percent chance of a hundred percent. I really do. Like there's never any reason not to close everyone. And as you can't figure out how you're not meeting yourself, which is the whole point of the gamification.
00:49:49
Speaker
I mean, you may not be able to get panels on every single roof for like real things, but you can sell everything. Like the people that don't pass credit, we still solve it. They still pump it. yeah They have a bad roof, we can't resolve that, but they still, 100% of people can truly be sold solar. And at some point have solar in their future because of our interaction.
00:50:11
Speaker
That's another thing that we really take pride in is the old you know campers rule of leading things better than we found it. I want the next people to talk to them. The next people in the town have a better experience and have a be better and more kind to door to door people or whatever. Now they may not buy solar from somebody else, but like.
00:50:34
Speaker
I want the situation to improve in the markets, the towns, the people's lives. I want them to, if they think about it, be grateful that they met us. yeah And that drives a lot of it. You got to be authentic. And that's something that i I think we do really well. And once again, not perfect, but we have real relationships with our customers. yeah We actually care about them as individuals. Like we will relate and share things that I would only share with my inner circle. Like it's why I helped a guy build a home theater system. Yeah. he could
00:51:11
Speaker
They just like came up and I was like, oh, I just went through all of this and I I didn't need to do that It was art. It was a sole deal. It was done. and I didn't need to do it But I actually care and he reached out to me about a projector blah blah blah and I just I'm like, yeah, dude, here's everything Here's all the stuff I learned. I want you to have it all um it's a little thing but I actually care and I'll respond and I don't leave those threads dangling, you know. We've got to ask about their family. You have to learn their actual names. if They have children. Their children are their life just like for us. So going into it, the vulnerability, and this is the hardest thing that happened for me in the house, is
00:51:53
Speaker
breaking the vulnerable side because we have walls up because of whatever prop pride, ego, mistrust, whatever you want to call it. Everyone has some walls. The hardest thing that ever happened to me, but the best thing for process was being vulnerable to the point where you share something.
00:52:14
Speaker
even if they may not camera. yeah It's like, and it has to be personal. It has to be like, here's a photo of my children. Here's something that I had to go through. Something that creates a real emotional lightning rod that they can either accept and send back or they could pinch potentially reject.
00:52:34
Speaker
Yeah. Which is why it's the hardest part, but it's the only way to get real sales. Yeah, I agree. And I think that's one of the biggest issues. Pulling up a picture that did or whatever happened. Like we shoot a family in a way that the items people just like, it turned less into a self presentation. They're more into like conversation with friends. Well, sometimes you have the nine cat lady. She's like, I don't have children. and Okay.
00:53:01
Speaker
yeah that's a second kind of there me numbers but yeah wal for name it doesn Oh, that's cool. I want to talk before we start wrapping up
Achieving Installation Success
00:53:09
Speaker
there. One thing I didn't want to ask you guys about is how you're getting tons of sales, but what's even more impressive is they're actually going to install. Cause you guys are what it like. eight people share alexs It's probably about 70%. Our, our cyclic blows rates about 90% and are from there. It's about 70%. Yeah. So that's, that's even more impressive. Cause I've had actually some guys on the podcast where
00:53:34
Speaker
They quoted the same amount of yield, but then I found out later that there is, you know, like it's 130% actually got sold. So that's where the money is at. And that's where so many people in this industry, it's kind of smoke and mirror. They see these big numbers, but we don't know how many are actually getting it. Oh, the actual industry folder, I think it's 30, 30 times. Yeah. It's really low. Yeah. So do you guys have any tips there? Like, like, what's the main thing helping you get these seeds actually installed? I'm not sure.
00:54:03
Speaker
ah the coin
00:54:06
Speaker
sure there's lots So yeah, I would say it starts with all the things we we've talked about, just the way that we go through the process. um We give ourselves a lot more time and forgiveness. the The customers don't know anything about solar and solar timelines. So if your timeline is typically, let's say it's around 30 days,
00:54:28
Speaker
I give myself nine. So they're like, they're pumped if it's less. So I'm always giving myself a lot more time to do this. And, um, it makes them feel also that there's more value in solar and whatever. But then the conversation a month in is like, Hey, we've been working really hard on yours and been moving it along, excited to eat an install thing. No way. We thought it was going to be 90 days and we're able to.
00:54:58
Speaker
attack it in 35. That's really cool to the customer. And I think a lot of people make the mistake of going the other route and they're like almost promising really fast timelines like that matters to the customer. It doesn't. They know what they're told. But what they heard from some other person. Yeah. And the way that we collect data is very unique too.
00:55:21
Speaker
We believe in, yeah, I mean, no news is good news, but when there is news, it needs to be informative. Like, we collect all data, meaning every account, every week, has an update that we both share. We're on a shared Apple note. We know when each other are going in the pipeline. We touch it every single day, which is something that people struggle with. with um it's not Solar's not a set it and forget it. it's You don't put it down. It's to be a real professional and want real photos.
00:55:54
Speaker
It takes real effort, right? So we believe that when we do communicate, we need to give them real tangible evidence that we've touched their account. Because if we're like, just wanted to let you know, there's still nothing to let you know. it It's hollow, it means nothing. So it's the same reason that in our little leave behind, we actually created our own leave behind that gives them our process.
00:56:22
Speaker
like not any companies for us. That's just what Dusty and Dan, we call it Dusty and Dan. You're agreeing to Dusty and Dan. You're not, like everyone else, it's just another component. Because if you ever need anything, we're the ones, the only ones you'll ever need to talk to. So along the way, we make sure that that's real. Because if somebody from corporate, from one of our jobs, giving them the call and give them the update, we felt that.
00:56:47
Speaker
So the pull through, it's just, it's along the same lines. We do everything really, really intentional and on purpose all the way, right? Like there's nothing by accident about what we do. We also, um I would say just another tip is we keep our conversations with the customer and our follow up, their texts will fall very concise and to the point and respectful of them. So there's not luck around it. It's like, Hey, congrats. We're, we're moving this forward. We got the, uh, the three principles we needed. Like excited to work with you, you know, super is i bold just really direct, straight forward and bold and people that we think
00:57:40
Speaker
would cancel or you know there's like a bunch of things that could go into the roof because we're just assumptive and bold and short but very clear in our message room.
00:57:54
Speaker
Yeah, less is more in updates. If you actually know what the update is, it has to be something, but simple is always better, right? Like as you go through, all you need to do is tell them it's still moving and tell them what is moving. yeah if they If you know all of the issues with their permit or something, right sharing that with them does not build confidence, right? I'm sure you've made that mistake. yeah We all have.
00:58:21
Speaker
so man Yeah, we got a little snag in permitting, but we're handling it. We're hustling. We're moving it right along. Yeah. We'll chat soon. We also don't do the apology game, right? Like we were, I don't want to say we're unapologetic.
00:58:37
Speaker
But we do avoid sorry, and I apologize. That language means we did something wrong, which I truly believe is very rare in sales. In life, that may be different. But in sales, I believe that we have the right intention the whole time. So there's really no reason to apologize. If something took longer, that's just the way it is.
00:59:04
Speaker
Like, why would you apologize because something out of our control happened, right? So we do not, as as often as possible, to avoid those words because those words will put doubt in their head and that will cancel. Yeah, even like, oh, sorry, I didn't you know update you last week.
00:59:25
Speaker
No, that there was nothing to update me on. right so I'm not going to use that. I'm not going to'm not going to apologize for working on your account and just pushing it along. I'm aware of what's happening. right and so Short, concise, direct communication, but you you have to stage that for yourself when you're actually in the home in front of the customer. You have to say, like text is best for me. Is it the same for you?
00:59:53
Speaker
Right? yeah So, you know, we frame ourselves away from phone calls to almost 90%. I'll say 9 out of 10 communication outlines are for us to text them just to give them the next status. So it moves forward. And then we follow up with, hey, have you had a chance to talk to anybody to send this yet? So every time we talk to anybody,
01:00:18
Speaker
which is normally weekly. We remind them to give us referrals because that was part of the qualifying. So we're like, hey, just want to make sure you're getting out there and chatting with people. you know It's like you're sending out your own little rep army, right? And there's there's all sorts of services that you can use right to send your contact card or whatever. But you know mine has my picture, my email, reviews, phone number. like And I make sure they have my full contacts saved before I leave.
01:00:47
Speaker
and I saved myself and their phone as being solar. Not my last name, no just so that if they forget my name, just search solar and you're there, right? And just things like that, but really there's not one thing that's going to jump you from 30% to the room to 50% of the room. It's a lot of little things. And, you know, for me that comes back, like Jim Harbaugh said, well, how did he change his team to be a championship team at Stanford? Right.
01:01:22
Speaker
It was changing a thousand small things. He couldn't change the GPA of the students coming in to widen his pool. He couldn't change any of the big things. So he's like, well, I'm going to change a thousand small things. And so I think people.
01:01:37
Speaker
We'll look at this and say, well, I've got to revamp my process and whatever. Just be somebody committed to learning and change a thousand small things. You'll do incredible things for your numbers. Because the little things are the big things and simple is sophisticated. And so it all works together. Best practices wise, we go in by saying if we you know we move the needle a little bit each day,
01:02:02
Speaker
right? Like so many people have their version of that. But I mean, if you do the 1% a day, you've got 300% a year to grow, right? yeah So it's really interesting when we start pulling back the onion, because they're like Dan said, there's no one thing But you have to do something. If you're not doing something every day, you'll fail. Or your numbers won't be what you want. Like, yeah, there's a lot of people here, there' you know, 12 to 25 accounts that hit the roof this year. To me, that's unacceptable.
01:02:35
Speaker
Like I really think that anyone that tries to do better and then leaving it to research, you'll lose everyone. So everybody knows Google is not an acronym for research, right? So we frame that in that house and we say, look, like there's good and bad online. So if you look for a reason not to do this, you'll find it. But so is the opposite.
01:02:57
Speaker
So, once again, all we're asking for is about one or two percent of your trust and about eight out of ten on the scale. If we can do those two things and you can send us other people, you will take the baby step moving forward and he got you. Yeah, like we were saying that yesterday too, just the regu. The regu, I mean, that's, that is our clothing line. So like when it's time to do caper where people are like, what do you use to transition?
01:03:23
Speaker
i use Look, I've got you. Because all you've done so far is trust me enough to let me help you. From here, it's my job. It's mine to win or lose. I'll either let you down and you'll never send me another person, which is my whole model. Or I'll prove myself right. You'll love me and all your friends will too. We'll tell people that we'll let them know not to do it, but it's not good for them. We'll just let them know.
01:03:50
Speaker
And they're like, um, okay. They're like, look, if it turns out your shoes, it doesn't make sense. We'll just tell you. Yeah. The numbers don't come back. Like we've said, it's more than half a cent off. yeah Don't do it. Ruling a leg. Yeah. That's good. Yeah. And I think just that level of confidence, because having a lot of people, just something for those people that are like at six, seven, seven is no wonder it's canceling. Let it go.
01:04:18
Speaker
But damn, I did all the stuff. I said I'm a good guy. I gave him an update. He's still canceled. You haven't? That's right. Because I may not miss it, too. Yeah. Or this is something to close in. Like, they rang me out of Seoul, and I need to figure out what their true objections were. So I was taking a lot of stuff for her to switch. That was funny. What are you doing? All the stuff you guys mentioned before. Well, I've been up on the team with you guys, and, um, um,
01:04:43
Speaker
We, I know we keep this on for three more hours. It was probably yesterday alone. No mics rolling. Yeah. So we shouldn't have the mics yesterday, but before we wrap up here, guys want to like reach out to you and maybe learn more, maybe looking to join in a blitz. They're easy me for guys to get in touch with you or yeah i'm social media. you hear Yeah, I don't do a lot of social media. um I think the easiest way, just hop online and email us. If you want to jump in, we do blitzes every month. ah We are just so no one gets their feelings hurt. We are extremely selective. But if you want to hop out with us, just email me dusty.broadhead at Gmail. It's the best way. And then from there, yeah, we'll we'll like, you know, we'll reach out if there's potential.
01:05:33
Speaker
go Thanks David. Yeah. i appreciate Appreciate it. All right. Well, I, cool. And then, yeah, we'll appreciate you having you guys on. And, um, yeah, we'll see you next year. Might be twice the amount of deals in 12 weeks first. So yeah, I'm excited to see what you guys got going where it ends. I guess last question, you guys plan on doing this for the future, already see yourselves. If you can get this, keep listening like this or any changes you guys would make for, I don't know, next year or years ago. We just needed to stay fun. and to good So right now, this is the goal, and we'll use this model as long as it works and as long as it helps other people. If it stops, we're done.
01:06:13
Speaker
yeah be it kind a horse instead Yeah, the the goal right now, I'm a i'm a lifer, right? So I'm going to do solar until solar is not a thing, which hopefully is never. yeah But yeah, I mean, our goal right now is to see how 2025 goes. And we've made it real clear to everybody that's involved that we do one year at a time. And we are committed to 2025. There are going to be 14 trips, which is 14 opportunities to have the most impactful trips ever, make the most money in the shortest amount of time. And then the whole reason we do this, we get to celebrate. Yeah. Well, thanks again for coming on. Thanks for taking time away from our paradise. I know you guys made sure to get back to the buffet. Absolutely. that's basic it awesome it ha thanks again great
01:07:06
Speaker
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